This book examines B2B decision making processes for software application development. To learn what really happens and why it happens, this study provides a multi-level hermeneutic system starting with written accounts of decision-making associated with development and delivery of new software applications these accounts are then revisited through multiple rounds of researcher and informant interpretations. The framework and supporting analysis is applied to six application software case studies that created new Internet-based software applications which were either disruptive or supporting...

This voluem aims to help increase knowledge, skills and insights into making effective decisions in the bigger hall of marketing management. It contains 17 case studies which are aimed at improving the reader's skills in making and carrying out effective decisions in industrial and business marketing. particular firm in a particular industry. All are based on field research studies of actual firms. The topics included cover: setting strategic direction; product and customer portfolio analysis; product development; advertising; pricing; channel management; environmental scanning; measuring...

Hardbound. This book deals with the process of improving our sensemaking capabilities into how to: scan environments actively to gather data that is relevant to pressing issues; interpret usefully what we see -- including recognizing and framing problems/opportunities and skills in transforming data into information; make effective decisions -- including creating useful rules for deciding how to decide, and how to talk with ourselves and others to receive and offer useful information, make wise choices, and implement decisions well; and evaluate well what we have done and what has occurred....

From the contents: Advances in applied consumer behavior: a market segmentation program (H. Assael). - The interplay of cognitions and emotions in building services customers retention (J-C. Chebat). - Technology and the new economy: implications for Higher Education and the marketing discipline (J.F. Hair Jr., B.J. Babin). - Selected issues in modeling consumer brand choice: the extended competitive vulnerability model (M. Laroche).

Historical research on firm-level innovation behavior results in the following main insight: firm-level decisions focusing on innovations are critical, difficult, and often result in failure to act. While acceptance is widespread among executives that firms must innovate radically as well as incrementally, success by firms mostly nurtures inertia and eventual failure rather than search and adoption of new superior technologies. What does it take to craft and maintain successful radical NPD programs? Managing Product Innovation (MPI) explains why both manufacturing and customer firms usually...

"Advances in Culture, Tourism, and Hospitality Research" ("ACTHR") broadly seeks to increase understanding and description of human behavior, conscious and unconscious meaning, and implicit/explicit decision processes applied to living and making major and everyday choices from where to live, how culture affects thinking and actions; marriage, children; work choices and behavior; leisure pursuits; holiday destination; travel behavior; making tradeoffs among work, play, sleeping, and necessity behaviors; deciding, using, and evaluating short and long term accommodations; and, decisions and...

"Superior Customer Value" (SCV) advances theory and offers new tools useful for measuring value dimensions and strength. Achieving highly useful sense making about the value concept and value metrics is important because of the substantial evidence that: customer assessments of total value in a product/service offering strongly affects acceptance and initial purchase; customer evaluations of value experiences relate strongly with retaining them and growing the share-of-business these customers award specific suppliers; and increases in delivered-value implemented strategies relates positively...

Volume 3 examines how research tools affect theory advances in culture and tourism research. By building tree diagrams of streams of antecedent conditions associated with extreme behaviour, and using research methods that go beyond quantitative taxonomies, the papers focus on how to gain meaning from data.

This volume provides specific answers to hard questions about how to create valid metrics to measure the effectiveness of tourism advertising and the usefulness of destination marketing websites.

Accurate and useful assessment of tourism market opportunities, network behavior, and tourism destination management performance requires solid foundations in performance evaluation theory as well as applying metrics covering both sensemaking contexts and outcomes. "Advances in Culture, Tourism and Hospitality Research" seeks to advance knowledge and sense-making skills in interpreting cultural, organizational, and personal influences relating to tourism and hospitality behaviors. The ten papers in this volume make explicit current tourism assessment practices and look at how such assessments...