‘A serious, thoughtful consumer behaviour text that focuses on substance rather than what′s fashionable in academic circles.’Professor Byron Sharp, Ehrenberg-Bass Institute, University of South Australia‘A thought-provoking text that challenges readers to consider consumer behaviour in new and refreshing ways and reflect on routine behaviours that occupy so much of daily life – buying brands, patronising stores, watching adverts, making recommendations.’P...

Robert East presents evidence on successful advertising campaigns where the brand benefits from more sales and higher prices, and he describes how good advertising can sometimes reduce the cost of doing business. The question of repeated exposure is examined: do sales initially gather pace with additional ad exposures, or do the gains get less and less after the first exposure? New evidence on this issue is assessed.The focus then moves to a model of ad response that covers the evid...

The classic bestseller on performance management is updated to reflect changes in today's working environment. When an employer needs to know how to gain maximum performance from employees, renowned behavioral psychologist--Aubrey Daniels is the man to consult. What has made Daniels the man with the answers? His ability to apply scientifically based behavioral stimuli to the workplace while making it fun at the same time.Now Daniels updates his ground-breaking book with the latest ...

A must have for all practising and aspiring consultants and strategists, this book covers a wide range of consultancy tools and techniques that are well displayed, well described and well referenced. The tools and techniques are helpfully divided in to twenty recognisable skills sectors within management consultancy fields and specialisms.The depiction of the content with diagrams aids the process of quick reference and ease of understanding. The tools and techniques can be utilise...

For far too long, emotions have been ignored in favor of rationality and efficiency.  Breakthroughs in brain science have revealed that people are primarily emotional decision-makers.  Many companies have not yet accepted that fact, ignoring emotion in favor of rationality and efficiency.  Even fewer have acted on it. Emotionomics looks at emotions in terms of business opportunities, both in the marketplace and in the workplace.  In today's highly competitive marketplace where many products l...

101 Learning and Development Tools is your practical guide to all the most up-to-date training techniques, organized around the classic learning and development cycle. Whether you need a quick, ready solution or some guidance on where to go for in-depth information, this is your essential reference guide. It picks up from where you are in the process of managing learning, and helps you place it in a broader context.Each chapter is a mini guide to each tool...

How much risk should we take? A Short Guide to Risk Appetite sets out to help all those who need to decide how much risk can be taken in a particular risky and important situation. David Hillson and Ruth Murray-Webster introduce the RARA Model to explain the complementary and central roles of Risk Appetite and Risk Attitude, and along the way they show how other risk-related concepts fit in. Risk thresholds are the external expression of inherent risk appetite, and the challenge is how to ...

Firmly established as a comprehensive introduction on the topic, this 6th edition provides a wide-ranging outline of the major instructional and training concepts, and their relationship to training in practice. The authors have expanded on information relating to the training environment, equipment, and strategies, as well as new material on cognitive task analysis (CTA) and a new chapter on individual training and development.Written with the newcomer to the training function in ...

Psychometric testing just got easierWe can measure how tall someone is, how strong they are or how fast they can run. But is it also possible to evaluate an individual's character traits, how they think and how they mightreact in a given situation? With psychometric tests, we can.Most people feel some trepidation at just the thought of taking a psychometric test. These tests can also be a source of anxiety for those who have never administered them before. I...

The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selli...

The landscape of workplace learning is transforming. Organizations today understand that formal training is not always the best solution in the fast changing world of innovation and new technology. The rise of social and informal learning, gamification of training, dealing with big data and working with extended enterprise are just some challenges L&D professionals face in their work today.The Learning Challenge helps practitioners to make sense of the latest developments ...

Many small companies struggle along trying to run their Human Resources function without an HR specialist on board. Most companies simply promote oneof their managers to look after that function and expect them to be able to run that department with no training in how to do so. What a mistake! A company's biggest asset is their employees and if they aren't dealt with fairly - the company fails.It offers detailed, proven strategies for handling the majority of Human Resource function...